PowerProspecting

Acquisition strategies are at the top of everyone’s sales wish list. PowerProspecting is a systematic process that has generated more than $1 billion in new business since 2002. This dynamic and unique approach helps bankers secure appointments at more than 10 times the industry norm.

Audience:

Senior Executives, Regional or District Sales Managers, Relationship Managers, Business Development Officers, Branch Managers, and others that prospect to targeted businesses

Time Frame:

One-day classroom module

Prerequisites:

None

PowerProspecting Key Learning Outcomes

Introduce a systematic, trust-based approach that enhances opportunities to open doors with targeted prospects
Determine proactive ways to source new opportunities
Differentiate through creation of customized traditional, electronic, and social communication
Collaborate with gatekeepers to facilitate a transfer to the decision maker
Leave voicemails that are returned far above industry norms
Communicate effectively with decision makers on the telephone to maximize the number of face-to-face appointments
Deliver effective “final touch” voicemails that create curiosity and call backs
Use a Circle Back strategy—an opportunity nurturing process that creates Mind Share with prospects

Tools and Job Aids:

10 letters and complementary email/note templates
Natural scripts for voicemails, gatekeeper collaboration, and decision maker conversations
Prospect Appointment Request Observation Guide
Off-Peak voicemail ideas
Circle Back methodology
PowerProspecting Job Aid
PowerProspecting Coaching Job Aid

Taking you where you want to go starts with a conversation…

Give me a little info and I’ll be back with you shortly.

Dana Perkins
Executive Vice-President – Sales and Consulting
816-434-5543